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arXiv · 2609.32859

When Less Is More: Managing AI Adoption with Adaptive Incentive Design

Jie Gong·Jiayi Hou·Jin Li·Fei Pu·Xinjue Yao
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Abstract

We study gaming and adaptive incentive design in AI adoption. A large medical-device company required roughly 5,000 employees to submit at least 200 queries per month to an internal AI assistant. First-time use increased significantly after the mandate, but usage patterns suggested gaming: query counts bunched at the threshold, and 31 percent of queries were repeated or off-task. The firm subsequently revised incentive design and lowered the target to 100. Using staggered implementation across branches, we estimate that the adjustment reduced query volume by 30 percent, with repeated or off-task queries accounting for about 90 percent of the decline. The estimated change in non-repeated, work-related queries was small and statistically insignificant. Among sales employees, monthly sales increased by 7 percent. The findings identify incentive adaptation as a consequential margin of technology adoption: recalibrating usage requirements can reduce gaming and improve employee performance.

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Jie Gong, Jiayi Hou, Jin Li, Fei Pu, Xinjue Yao. 2026-09-26. When Less Is More: Managing AI Adoption with Adaptive Incentive Design. https://arxiv.org/abs/2609.32859

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